Code42 Chooses Webscale Vet to Lead GTM Strategy, Partner Program

Code42 has hired Michael Guglielmi, previously with Webscale Networks, to oversee the company’s 100% channel go-to-market (GTM) strategy and Accelerate partner program.

Code42 named Guglielmi vice president of channel sales and consulting partners. The Code42 partner program enables the company’s more than 200 channel partners to offer Incydr – its data protection product – and Instructor cybersecurity training products to their customers.

The partner program supports Code42 partners with partner enablement, communications, marketing and incentives programs, and a solutions-led approach based on numerous Incydr technology integrations.

Guglielmi most recently served as Webscale‘s vice president of global sales and business development. There, he managed its global sales strategy, business development initiatives and strategic alliances. Prior to that, he held leadership positions in SaaS businesses including Qualys, VeriSign, Teneros and Neustar.

GTM, Partner Program Goals with Code42

Code42’s Michael Guglielmi

“My main goal is to, first, meet with our partners to understand their top priorities and how that translates into solving customers’ challenges around insider risk management (IRM),” Guglielmi said. “Specifically, how we can jointly GTM with a true win-win offering that is significantly differentiated by Code42‘s technology and the value add that our channel partners bring to the table. At the end of the day, it’s all about creating value for the customer.”

The majority of Code42 partners want to be at the leading edge of threat detection, he said. They want to deliver comprehensive cybersecurity offerings that address the key pain points of their customers.

“And, as Code42’s IRM SaaS solution addresses the most prevalent threats around IRM, we’re in an ideal position to deliver on this promise with channel enablement programs that are well-positioned to exceed most any partners’ requirements,” Guglielmi said.

Another top priority is to work with partners to drive more service-based recurring revenue through Code42 offerings, he said. This provides a stickier revenue stream for partners.

Experience Developing, Deploying Channel Programs

Guglielmi has developed and deployed comprehensive channel programs across a variety of industries. Those include cybersecurity, internet infrastructure, application management and more. He listens to channel partners in terms of their current priorities for growth and product development. He also listens to how those priorities translate into joint solutions to solve their customers’ pain points.

“We recently launched a new partner portal experience to more efficiently and effectively interact with members of our partner ecosystem,” he said. “This portal will be further enhanced over the coming months with updated training journeys, certifications and refreshed enablement tools to help our partners to continue to position Code42 offerings to win in the market.”

Also, Code42 plans to launch new product features next month, Guglielmi said. Partner feedback drove these new product features.